Adversarial Service Networks: A Study of Service firms

IF 7.8 1区管理学 Q1 BUSINESS Industrial Marketing Management Pub Date : 2024-05-01 DOI:10.1016/j.indmarman.2024.04.004

Oliver Wirths , Zsófia Tóth , Carlos A. Diaz Ruiz

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Abstract

This study examines the adversarial dynamics that emerge when service firms assess that manufacturers' servitization initiatives pose an existential risk to their survival as independent organizations. Adopting an industrial networks perspective, this investigation explores how service firms respond to manufacturers' servitization initiatives that threaten to disintermediate them. The study explores how Maintenance, Repair, and Overhaul firms (MROs) in the aviation industry respond to servitization initiated by Original Equipment Manufacturing firms (OEMs). Empirically, interviews with 49 experienced managers were conducted in the service network to understand their strategic pathways. Their responses reveal that MROs can resist servitization by strengthening their relationships with airlines or developing service-led advanced services. Alternatively, MROs can support OEMs' servitization by becoming subcontractors or licensed resource integrators. This study shows that servitization depends on the orchestration of service network actors with differing interests, making it contingent and multilateral.

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对抗性服务网络：服务公司研究

本研究探讨了当服务公司认为制造商的服务化举措对其作为独立组织的生存构成威胁时，所出现的对抗动态。本研究采用产业网络视角，探讨了服务公司如何应对制造商的服务化举措，因为这些举措有可能使服务公司脱离中间地位。本研究探讨了航空业的维护、修理和大修公司（MRO）如何应对原始设备制造公司（OEM）发起的服务化。通过对服务网络中 49 位经验丰富的经理进行访谈，以了解他们的战略路径。他们的回答显示，MRO可以通过加强与航空公司的关系或开发以服务为主导的先进服务来抵制服务化。或者，MRO 可以通过成为分包商或特许资源集成商来支持 OEM 的服务化。这项研究表明，服务化取决于具有不同利益的服务网络参与者的协调，使其具有偶然性和多边性。

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来源期刊

Industrial Marketing Management Multiple-

CiteScore

17.30

自引率

20.40%

发文量

255

期刊介绍： Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.